By
attending this fast track, interactive & fun workshop, you will
be able to:
• achieve and exceed sales targets
• understand the sales cycle
• build
profitable business relationships
• prepare
and deliver effective sales presentations
• prepare and deliver proposals that achieve desired results |
This course
is aimed at those with little or no previous experience of sales and who
sell products and services to petroleum operating and service companies
throughout the world.
Selling – an overview
• the characteristics of an effective sales person
• the differences between selling & marketing
• introduction to the Sales Cycle
Selling to the Oil & Gas Industry
• the features & technical aspects of selling
• understanding behaviour in the oil & gas industry
• knowing your market
• understanding the Vision of your Company
Prospecting
• what is prospecting?
• working out your system
• using a database
Appointment Making
• getting from the ‘gate keeper’ to the ‘decision maker’
• how to make that initial telephone call
• using e-mail to communicate
Preparation for a Meeting
Breaking the ice in a Meeting
Need / Problem Identification
• questioning skills
• listening skills
Presentation
• using your skills in communication & presentation
• understanding ‘features’ & ‘benefits’ language
• using your Unique Selling Points
Negotiation & Handling Objections
• the smoke screen
• the real objection
Closing the Sale
• getting to closure
• different types of closing
• winning proposals
Processing the Order
Follow Up
| Course available in house
only. |
|
